Step-By-Step Guide For MEDDICC Sales Training

To successfully implement MEDDICC sales training into your sales team, firstly you should understand the MEDDIC sales methodology and understand why you should put this success-driven framework into your organization.

Firstly, MEDDICC is a sales methodology used by the world’s most elite salespeople and organizations. It is both easy to learn and quick to implement. Once it is introduced, it can be used by multiple stakeholders and allows a team to improve, communicate and win in the sales world.

MEDDICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Implicate the Pain, Champion and Competition. The process helps put focus on qualifying the customer - in simple terms, whether you should put resources and effort into putting a customer in your sales funnel. The specifics of each element gives sales professionals a framework and equips them with a pro-active approach that they can use for their deals to enable maximum chance of success.

Once your team is aware of MEDDICC and the benefits it can have on their sales processes and potential customers, they can begin the process of learning and implementing it into their deals. Typically MEDDICC training is taught to AE’s and SDRs however the framework can be applied across the entire GTM team. It can be taught via online training and workshops, regardless of location in the world. Once MEDDICC sales training is successfully implemented into the organization, typically they’ll see their key business metrics such as AOV and Time to close, all improve.

MEDDICC training can have an immediate impact through its straightforwardness and depth. Once your sales team begins introducing MEDDICC to their deals at the earliest opportunity to help qualify their deals, they will begin to focus on the key aspects of their customers, working pro-actively to minimize time to close and incorrect opportunities in the pipeline. When used in a sales environment where complex deals are the norm, MEDDICC sales training can be the qualification methodology that can change the game for salespeople by providing complete deal visibility.

An important aspect of MEDDICC is that it is not just a sales methodology like others that are out there. It does not demand that your organization change its holistic approach to selling, nor does it define how they go to market. What MEDDICC training can do is equip sales teams with the tools in which they can thoroughly qualify deals to make sure they are selling to the right people, at the right time, effectively. Thinking you cannot implement MEDDICC sales training because you already have a sales methodology in place is incorrect. MEDDICC is completely universal, and adaptable and is often best paired with additional methodologies.

Finally, to ensure MEDDICC training is implemented correctly, a sales team needs to ensure that it is consistently and rigorously put into action in the organization. Using events like workshops or collaborative deal reviews can be key game changes during the MEDDICC training process. MEDDICC must make up a part of the sales language your company’s sales team use, and it has to have fundamental backing from top to bottom in the organization. If the middle managers believe in MEDDICC, then it can grow upward and downward and the MEDDICC training can be put into practice much more effectively.